"I would say you can do a lot more," he says. "You can handle a lot more business with one or two people than you could back then and list searching is a lot easier today, using tools like NextMark and MIN than in the olden days of having to leaf through an SRDS (Standard Rate and Data Systems) directory."

Mr. Pratt knows that an inefficient back room operation will steal time and money from you every day. He’s implemented tools that enable him to spend more time delivering valuable insights and advice to clients and less time on “grunt work.” Now that’s smart business!